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For courses in Sales and Personal Selling. Selling Today: Partnering to Create Value helps students understand the value of developing their personal selling skills by exposing them to a careful integration of personal selling academic theory and real-world applications. And with the largest number of learn by doing materials available in any personal selling text, Manning/Ahearne/Reece offers instructors a variety of teaching tools to strengthen the learning process. As the developed nations of the world transition from a production focus to a sales-and-service focus, this edition prepares students to succeed as members of a new generation of businesspeople. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Selling Today: Partnering to Create Value, Global Edition

• Dedication


• Brief Contents


• Contents


• Preface


• Acknowledgments


• About the Authors


• Part 1 : Developing a Personal Selling Philosophy


• Chapter 1 : Relationship Selling Opportunities in the Information Economy


• Personal Selling Today?A Definition and a Philosophy


• Emergence of Relationship Selling in the Information Economy


• Major Advances in Information Technology and Electronic Commerce


• Strategic Resource Is Information


• Business Is Defined by Customer Relationships


• Sales Success Depends on Creating and Adding Value


• Considerations for a Future in Personal Selling


• Wide Range of Employment Opportunities


• Activities Performed by Salespeople


• Freedom to Manage One?s Own Time and Activities


• Titles Used in Selling Today


• Above-Average Income


• Above-Average Psychic Income


• Opportunity for Advancement


• Opportunities for Women


• Employment Settings in Selling Today


• Selling through Channels


• Career Opportunities in the Service Channel


• Career Opportunities in the Business Goods Channel


• Career Opportunities in the Consumer Goods Channel


• Selling Skills?One of the ?Master Skills for Success? in the Information Age


• Knowledge Workers in the Information Economy


• Managerial Personnel


• Professionals


• Entrepreneurs and Small Business Owners


• Marketing Personnel and Customer Service Representatives


• Learning to Sell


• Corporate-Sponsored Training


• Training Provided by Commercial Vendors


• Certification Programs


• College and University Courses


• Chapter Learning Activities


• Reviewing Key Concepts


• Key Terms


• Review Questions


• Applicatio